Inertia

Getting Prospects to Make Faster Decisions

Wednesday, April 25th, 2012

One of the biggest frustrations for advisors is the amount of dithering that prospects do – sometimes it feels like it takes forever for people to make a decision. Or you’ll have a really good meeting with a prospect, you agree to send them some information as a follow-up and then prospects won’t return your […]


A Breakthrough Strategy to Achieve Ambitious Goals

Wednesday, April 18th, 2012

Many advisors have ambitious goals for their businesses. Perhaps you want to achieve dramatic growth in assets, build presence in an especially attractive client segment or shift to a drastically different business model. But having ambitious goals is one thing; translating them into reality is another. And that’s where most advisors stumble. It’s worth noting […]


Do You Have the Guts to Set Yourself Apart?

Wednesday, January 11th, 2012

In a recent post, Seth Godin points out that creating a competitive advantage takes guts. A few days ago, I wrote about the importance of identifying a niche marketing to it. It makes you more attractive to prospective clients, and makes you referral. I noted that it is counterintuitive. It is more than that. Marketing […]


Helping Clients Close the Retirement Gap

Wednesday, November 2nd, 2011

“How do I close the gap on hitting my retirement goals?” If you’re meeting with clients in their 40s and 50s, chances are you’re run into that question. Weak equity markets over the past decade, low interest rates and a new consensus on a muted outlook for future returns means that some clients who five […]


Getting Prospects to Make Faster Decisions

Wednesday, December 1st, 2010

One of the biggest frustrations for advisors is the amount of dithering that prospects do – sometimes it feels like it takes forever for people to make a decision. Or you’ll have a really good meeting with a prospect, you agree to send them some information as a follow-up and then prospects won’t return your […]


Behaviour that Costs Clients Money

Wednesday, June 2nd, 2010

Behaviour that costs clients money There’s growing research that demonstrates that investors aren’t rational and that their irrational behavior costs them big money over time. One of the leaders in this area is Duke economist Dan Areily, author of the bestselling book Predictably Irrational – last week we talked just before his kickoff speech at […]